5 Must-Haves to Optimize the Sales Force

Held Friday November 2, 2012

Year-end is less than 60 days out. As you create your strategic plan for a successful 2013, you need to address the 5 variables that are must-haves for optimal sales. How you manage these variables will make or break your sales year.

In fact, CSO Insights just reported in their 2012 Sales Performance Optimization study that when sales organizations optimize their sales processes, they significantly outsell their less-adept competitors. They also achieve optimal performance milestones such as improved revenue, increased quota achievement, and reduced turnover.

Advantage SalesOptimizatyion Model

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2012 Webinar Series
Listen to Previous Webinars
Want to know if your organization is poised to optimize?
Find out now!
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Join us, along with CSO Insights Managing Partner Jim Dickie, for our complimentary webinar so you can make sure the 5 must-have elements are part of YOUR strategic plan.
Fifth in the Series
Join Russell Paterra (Advantage SVP of Optimization Initiatives) and Jim Dickie (Managing Partner, CSO Insights) in the webinar.

Russell Paterra

Russell is an experienced senior executive who brings the know-how of leading organizations to greater heights of success. His career provides a diverse perspective. He served as a sales executive at Xerox for over 15 years and prior to joining Advantage, he was VP of Sales at Pacific Pulmonary. He also served as CEO for companies in the energy management and business-to-business, telemarketing industries. His responsibility at Advantage is to assist senior executives within our client organizations with the practical thought processes and disciplines for the successful implementation of their SalesOptimization efforts with a single intent in mind…deliver positive economic impact to their respective companies.

Jim Dickie

Jim brings nearly 30 years of sales and marketing management experience to his role as Managing Partner of CSO Insights. Over the past 19 years, CSO Insights’ survey of more than 10,000 sales transformation initiatives has become the benchmark for tracking the evolution of the changing role of sales, the challenges impacting sales performance, and – most importantly – what companies are doing to address those issues. Jim began his career with IBM and Sterling Software, and went on to launch two successful software companies. He is a contributing editor for CRM Magazine, CustomerThink,, and a contributing author for the Harvard Business Review. Jim is also the author of The Chief Sales Officers Guide to CRM, Insights into High Tech Sales and Marketing, and co-author of The Sales & Marketing Excellence Challenge and The Information Technology Challenge.

» Download the mp4 here (19.5 MB)


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